by Chris Beall In sales, we have long had the notion of a territory, granted as a kind of fiefdom to a salesperson willing to mine it for us. The notion is fundamentally feudal, but […]

by Chris Beall In Part 1 of this two-part blog series, I made the claim that sales headcount is not a growth constraint for most B2B companies. This claim must, of course, be wrong. How do I […]

by Chris Beall Let’s imagine you own a gold mine. For years, you’ve been walking into a dark hole in the ground, using your headlamp to follow a promising vein of gold-rich quartz, and using […]

by Chris Beall Part 4 of this series focused on the possibility of industrializing the top of the sales funnel. The question has been raised: “Why just the top of the funnel?” After all, if we […]

by Ton Verleg It’s all about information. A tremendous amount of information exchange occurs when meeting with a stakeholder for the first time. Whether you are prospecting or meeting new stakeholders from existing customers, there is a […]

by Ton Verleg Here is the thing: the world is changing so fast that the moment you catch up on one thing, the next change is already happening. This is a challenge for everyone. For […]

by Ton Verleg Customers who have a ” Service in Place” rarely spend time actively looking for alternative suppliers. Why should they? Because they may have been working hard to get to that situation. In their […]

by Ton Verleg Recently I was approached by a salesperson selling Sales Enablement platforms. His call was out of the blue, I didn’t know who he was. Before the call, there was no initial contact or […]

by Ton Verleg We might be fluent in the classroom but drag us out into practice and we are miserably shipwreckedEpictetus We all need some time off to relax and unwind from our busy business […]

by Chris Beall As we left Part 3 of this series, I promised to lay out the parameters to answer the question, “Is it possible to industrialize the top of the funnel?” Let’s dissect! The first industrialization […]